Place Your Focus on Your Prospects' Problems


You may be familiar with the concept of an elevator speech, the type of speech you give to someone in just a couple minutes that sums up who you are, what you do, what your ambitions and goals are and what you offer others as a company or employee. For most websites and small business owners, their elevator speech is all about themselves. This is understandable, because that's how most of us are taught to create our elevator speech. But the truth is that when giving this speech to a customer, most of the time the customer couldn't care less about you.

Before a customer decides to purchase a product or service, he or she doesn't want to hear what's great about you or your business. They want to know that you get their problems, issues, concerns and points of pain. They want to know that you can empathize with their situation. They want to know that you have a solution. They want to know what your plan is to solve their problems. They want to hear it from you as if you do this everyday. Most of the time, then, and not until then, do they want to know about your credentials.
With this in mind, your elevator speech with prospective customers should always focus on your solutions and benefits, not your tactics or features. Keep the focus on the customer at all times and show them how you will solve their problems, rather than just telling them that you can. It's about them, not about you. It's about their needs first, not your tactics and resources. At most, it's about why you do this for their advancement.
Following this practice will, in turn, give you additional benefits including:

Take a good look at your elevator speech. How much of it focuses only on you as an individual or organization? If the answer is “too much,” then it's time to make some changes and place more focus on your prospective customer.
Thomas von Ahn | Chief Elephant Slayer | Viral Solutions LLC

thomas von ahn

Watch out elephants! This slayer of business challenges comes with 30 years of record breaking sales, marketing, operations, training and leadership experience . He has worked face-to-face with 100’s of small business owners as well as large firms. His love of creating, communicating, developing and executing results for clients shines with each project, publication and training event. His entrepreneurial spirit, passion, industry experience, education, problem-solving prowess, charismatic personality and been-there-done that attitude leads his client focused approach.


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Filed Under: Analytics

About Thomas von Ahn

With more than 30 years of experience in B2B sales across various industries, Thomas has unique insight into both the offline and online sales sphere. It was during his time in the trenches that Thomas noticed a recurring theme: Though business owners are knowledgeable about their craft or trade, they often struggle to market and sell to their prospects. This realization is what prompted Thomas and his now business partner, Christine, to bring Viral Solutions to life. Since starting the company, Thomas has been able to assist countless business owners in developing a solid marketing plan based upon sound marketing strategy, then assigning the marketing tactics to a team of talented employees, and, finally, watching those actions unfold—his true passion.

Though Viral Solutions is on Thomas’ mind 24/7, he does occasionally take a break to cheer on the Green Bay Packers and enjoy his adopted home of Wisconsin. Much of his family also works at Viral Solutions, and this closeness with family and employees is the cornerstone of the Viral Solutions culture.